Partners in Excellence

MARCH 12, 2024

Whether it’s territory planning, account planning, deal planning or sales call planning, YOU create the strategies and the plan. I am a firm believer in following a documented sales process, but at the same time realizing it’s not a prescribed robotic assembly line type of process that works the same way every time.

Sell 143

Sell Assembly Line Sports Territory 143

Partners in Excellence

NOVEMBER 27, 2018

Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. Rather than making an enterprise sale, we are making individual or departmental sales. Also, these are the easiest applications of AI/ML technologies.

Sell 113

Sell Objection handling Assembly Line Territory 113

Partners in Excellence

DECEMBER 5, 2019

Pundits, consultant, vendors of Sales/Marketing automation tools will offer endless insight and advice on how to beat your goals, how to be successful, how to have a fast start for the New Year. December is always ripe for prognostication and advice for success in the New Year. But everything we do is targeted to exactly the opposite.

Assembly Line 76

Assembly Line Territory High impact Technology 76

Salesforce

MARCH 3, 2025

A Deal Desk is essentially an assembly line for sales, replacing the need for one person to switch between various types of tasks with a streamlined, repeatable process. Professional services firms , like consultants and legal practices, use Deal Desks to define service scope, pricing, and client expectations for major engagements.

Legal 59

Legal Contract Finance Non-Profits 59